When negotiating, we should constantly engage
in exchange - something gained for something
given up.

Negotiation Tips

"Top 5 Tips for Preparing to Negotiate"

Need help with preparation? Here are 5 easy tips on how to
prepare for negotiations. read
paper

"Top 10 Tips for Negotiating your Salary"

You'll probably agree that your worst negotiating nightmare is
not managing a commercial deal, but negotiating your own salary!
Want to know why? We've canvassed the Scotwork Australia team to
explore common traps in salary negotiations and to suggest some
practical steps to help you get a better deal in your next
performance and pay review. read paper

"Top 10 Tips for the Negotiator Who Wants
Answers"

Having problems getting the information you need from the other
party? Here are 10 tips on how to ask questions in
negotiation. read
paper

"Top 3 Strategies for Better Deals in 2013"

We have a set of negotiating heuristics for you. These are
simplified rules of thumb that make things simple to decide and
easy to implement. A classic example of a heuristic is in real
estate - that the three key things to consider when buying a
property are location, location and location. So what are some for
negotiating success? read
paper

"Top 10 Negotiation Dilemmas"

Who goes first? Do I ask for what I want?... Here is the list of
10 most common dilemmas faced by the negotiator. read
paper

The most frequent request asked of Scotwork consultants is
'Teach me how to know I have paid the right price'. It comes
from a lifetime of self-doubt; that although the negotiated deal
looks like a good one, satisfies the need, resolves the conflict,
addresses the issues and falls within the levels of affordability,
there is a demon nagging at the back of the brain. 'Sucker!' says
the demon, 'you could have done much better than
that'.... read paper

"Red Lines"

Many people confuse the "bottom line" or "walk away" position
with a Red Line. What's the difference and how do you use
them?... read paper

"Kids are Great Negotiators"

It turns out that children are natural negotiators and that
adults are too, but we have lost this skill during our everyday
activities and the confrontations we have during our lives. So
what can we learn from them?... read
paper

"Good Negotiators are Curious"

A student approaches a university professor wanting to tell him
a very interesting story about another student named Peter. Stephen
White, Managing Partner of Scotwork UK explains this as part of our
negotiation video series... Watch the video

"The Add-on Tactic"

BMW used to do it. So did Mercedes. Porsche and Ferrari still do
as far as I am aware, though it's been a while since I checked.
Then along came the so-called "budget" airlines and the tactic is
back in vogue with a vengeance.... read
paper

"Making Late Concessions"

Often negotiators ignore the final stages of a negotiation at
their peril. Late and sometimes expensive concessions go straight
to the bottom line and will have an adverse effect on the
profitability of your final agreement.... read
paper

"Dealing with Difficult People"

"Reasonable people adapt themselves to the world. Unreasonable
people attempt to adapt the world to themselves. All progress,
therefore, depends on unreasonable people." It is therefore
important not to try and change the unreasonable of a difficult
person but develop strategies to work effectively with
them.... read paper

"A Sailor's Life for Free"

It is said that the two happiest times in a sailor's life are
the day they buy a boat and the day they sell their boat. I have a
third occasion which beats even these. Having owned my 21 foot
daysailer from new for 12 years I reluctantly put in on the market.
I say reluctantly because I loved my little boat but I had moved
house and was getting less use of it.... read
paper

"Negotiation Lessons from the US Government
Shutdown"

This week’s US Government shutdown makes both sides of politics
look dreadful. A poll this week had Congress less popular than head
lice and root canal surgery. But, channelling Rahm Emmanuel,
(“never let a serious crisis go to waste”), here are a few
negotiating lessons to take from the latest home-cooked fiasco in
Washington...
read paper

"Get Creative with Wishlists"

Our USA Scotworker,
John Leehman drives away with a better deal on his new car
by effectively using the negotiator's swiss army knife; the
wishlist! read paper

"Is Time on Your Side?"

Negotiators should never forget the importance of time in a
negotiation. You can use it to set deadlines for negotiations; as a
variable within the negotiation itself; to improve/worsen the deal;
and you can even use it to stall negotiations by putting an
unrealistic deadline in place. read paper

"New Year's Evolution"

New Year’s resolutions. We all do them...what’s the point? I
guess they give us a little bit of focus for what should be
important to us following a couple of weeks off from the ever
spinning, ever faster treadmill that we call life. read
paper

Meet our negotiators

Simon Kelland

Meet our negotiators

Louis Werth

Louis focuses on negotiation coaching, facilitation and consultancy. Over the past few years he has been consulting on complex negotiations in the medical, travel, information technology, mining, retail and defence industries.

Meet our negotiators

Jared Bamford

Meet our negotiators

Ben Byth

Ben’s background is in commercial business to business sales. Ben’s previous role was responsible for growing bespoke leadership assessment business across industries such as Banking and Finance, Insurance, Travel, Engineering and Professional Services.

Meet our negotiators

Damian Downes

Damian is a commercially and operationally astute resources industry professional with fifteen years experience. He has extensive internal and external stakeholder relationship negotiation and management experience.

Meet our negotiators

John Hopkins

Meet our negotiators

Frances Pirera

Frances has extensive experience in sales negotiations gained in the FMCG arena, throughout a range of roles including sales management, business management, relationship management, operational management and business development.

Meet our negotiators

Keith Stacey

Meet our negotiators

Adam White

Adam graduated with honours in Business Studies from Coventry University in the UK before completing Military Service in Finland. He has since had a 20 year career in the Financial Markets as an Equity Derivatives Trader.